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【正文】 arket ($)— Average Investment Balance Per Value Segment —Source: Andersen Consulting National Buyer Values Study for Retail Financial Services ConsumersValue SegmentChannelRate / SpeedLiquidity / Access SensitiveSpeedAvg.. Investment Balance$77,725$92,264$96,335$68,212Case StudyChannelistsSpeedLiquidity / Access Sensitive34%Rate / Speed Sensitive16%SpeedLiquidity / Access ChannelRate / Speed 36$In summary, using value based segmentation is a powerful tool to improve a client’s bottom line.Creates Revenue Opportunitiesn Retain most profitable customersn Improve profitability of other customers by fulfilling their values with lower cost structuresn Generate new business n Identify revenue enhancement opportunitiesn Simplify and increase effectiveness of client’s target market activitiesIdentifies Substantial Cost Reductionn Better manage utilization of client’s delivery workn Focus on delivery on required service thresholdsn Strip costs from nonvalue added processesn Don’t have to build one delivery option that fits allBetter Positions Relative to Client’s Competitionn Increased customer satisfaction due to fulfilled value setsn Organization clearly understands goals and delivery expectationsn Sets stage for adaptable anization better able to respond to petitive change37Based on Andersen Consulting’s investigation of the target markets, there is identifiable change in buyer preferences from window to split and cabi air conditioners. Product Yesterday Today Future trendsWindow and split account for the majority of the air conditioners possession before 1996.Split air conditioners account for the majority of sales. Cabis sales begin to increase and windows share of the market begin to decline(From distributors perspective)Cabi air conditioners will continue to grown cabi air conditioners show strong growth due to increasing size of homes and price cuts. Future sales growth will continue with improvements in residential powern Some customer segments (especially rural) regard air conditioners as a type of highend furniture (whose secondary purpose is to cool). Cabis, best meet this type of customer’s buyer value and will grow with this segment.Split will remain stable, and even decline in some areasn Splits will keep the same market sharen Compared to the cabis, it will decline slightly in some areas because of installation difficultiesGenerally, window air conditioners will decrease dramatically, n but still account for a certain proportion acting as a transition product for price conscious buyers in hot areasn Because of this ine limitation, window air conditioners will still account for a large proportion of sales in economically developing markets (. Changsha and Chongqing)n Windows will continue to sell well in markets such as Hangzhou as transition products for people who are waiting to move into new housingGrowth in Mini Central and Ceiling air conditionersn Minicentral or residential used ceiling ones will gain in popularity amongst people in large apartments and houses (especially as market awareness of product availability grows). Breakdown of different types of air conditioners (Before 1996) Current purchase preferences(19961998)Window48%Split48%Cabi9% Window26%Split53%Cabi21%Market Overview38Competition Todayn Local Chinese manufacturers upgrade production technology to offer quality levels on par with JV operationsn Local Chinese manufacturers develop marketing capability/expertisen JV operations, crippled by ability to understand market and operate within local business culture’s drop in positionn JVs begin to pete more on price as perception of added value differentiation disappears.Over the last three to four years, local air conditioner manufacturers have been able to reposition themselves successfully
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